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The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale (Hardcover, Ed)
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The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale (Hardcover, Ed)
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The three conversations B2B sale pros must have with customers to
control every step of long lead buying cycle The most successful
salespeople understand that they are fundamentally storytellers.
The reality is that to succeed in sales, you need to master the art
of customer conversation. The best story told in the best way will
always win. Being remarkable and memorable in your conversations is
very important-but it goes beyond great delivery. You must be able
to articulate value. The Three Value Conversations provides the
tools and methods you need to differentiate yourself and your
solutions from the competition, elevate value to the right decision
maker, and maximize all sales opportunities across the entire long
lead buying cycle.The book teaches you how to: Create value for
your prospects by identifying and advising them on problems,
potential threats and missed opportunities Articulate why your
prospects need to choose you over rival competitors Elevate the
value of your offering to your prospect's senior-level
decision-makers Demonstrate the business and financial acumen
required to make a compelling, credible business case for your
solution Identify unconsidered needs that only your solution solves
Embrace the natural tension that occurs between buyers and sellers
to capture and protect the value of your opportunity from
unnecessary discounting Not just another sales process book, The
Three Value Conversations equips you with practical, hands-on
concepts for engaging prospects and customers at any moment in the
buying cycle with the specific stories and skills to create,
elevate, and capture value.
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